Sales Excellence

Course overview:

This extensive sales training program will guide participants towards uncovering the "Right" skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer's needs, this program will enhance sales staff's ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives. Sometimes, salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.

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Course objectives:

By the end of this training course participants will be able to: ​​

• Understand what is needed to have both the right skill set and mind set to sell.

• Connect better, overcome objections and close sales confidently and effectively to achieve sales targets.

• Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.

• Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.

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Target audience:

Sales Professionals who want to level up

 

Course outline:
Module 1: Professional Selling Skills​​​

• Controlling a conversation

• Using the power of questions

• The OPEN question selling technique

Module 2: Listen and be FAB!

• The importance of listening

• Features, advantages and benefits

• Customer specific benefits

• Identifying customer's decision criteria

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Module 3: Handle Objections & Closing​

• Types of objections

• The APAC objections handling model

• Handling the most common objection "price"

• Nine closing techniques

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Module 4: The Selling Mindset​

• The right state of mind to sell

• The more "No's" you get

• Visualize your sale

• Know what you're selling inside out.

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Module 5: Buyer Types and Follow-ups​

• Understanding the different behavioral styles and personality types

• Find out your major behavioral style and personality type

• Selling to different personality styles

• After sales and follow-up

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Course delivery methods:

• Self-discovery and critique

• Case Studies and facilitator led discussions

• Practical exercises

• Best practice theory exploration